Stress

Being Real - The Power of Authenticity

Being Real - The Power of Authenticity

In our workshops and coaching with sales people, sales leaders and sales teams we spend a lot of time exploring authenticity. Of the five Go-Giver principles we share, The Law of Authenticity seems to be one of the most challenging, both for individuals and inside the cultures of the organisations they work for. 

Calling All Salespeople: Are You Shining a Light or Casting a Shadow?

Calling All Salespeople: Are You Shining a Light or Casting a Shadow?

In my early days I clearly remember learning that my job as a salesperson was to “dig holes” by identifying the many problems my prospective client faced. And to keep digging until those holes (problems) became so deep (big) my despairing client felt so overwhelmed and fearful they would want to grab my solution as a metaphorical ladder to help them clamber out of their dark damp pit of despair.

Release The Pressure and Sell More

Release The Pressure and Sell More

In sales we quickly learn that pressure comes with the territory. We typically operate in high-pressure Boiler Room style environments and our leaders focus on keeping the heat cranked up in an effort to motivate us to exceed ever-increasing revenue targets. But it doesn't work. There is a better way. It's time to release the pressure.